Multiple award winner, seasoned Bid Manager & Sales-support professional with 16 years of IT experience in various functions/roles

Experience

  • Senior Manager - Bid Management & Business Development

    at Unisys Singapore Pte Ltd

    June 2018 - at Present

    Singapore

    Leading & managing an array of Sales & support activities – Bid/Pursuit management (20+ sales pursuit worth - 300 M+); Spearheading end-to-end bid management cycle – o Pre-RFX - Early sales engagement & client interaction, understand client’s business objectives & requirements, bid scoping, deal shaping, win strategy/value prop development, qualification (Bid/No Bid), competition management, win price development o RFX - Planning (Activities, timeline & owners), prepare & manage budget, kick-off, status meetings, best-fit solution design & development, estimation, pricing, strategy improvement, risk management, legal/commercial/finance compliance, content development (Consolidation, review, editing & formatting), governance reviews & management approvals, submission o Post-RFX - Orals prep & dry run, clarifications, reference calls, contract negotiation, SOW preparation, signing & closing deals, handover to delivery, win/loss review & recommendations

  • Lead – Bid Management & Sales Support

    at DXC Technology Singapore Pte Ltd (Former CSC)

    July 2011 - at Present

    Singapore

    • Managed all sorts of sales-support activities - Bid management (100+ sales pursuits worth - $1 B +), lead generation, business development, deal construction, • Owned & led large, strategic, complex deals (Up to 100M+ TCV) across the globe - the US, UK, Australia, ASEAN, Japan, India & Middle East for all Industry Sectors and Service/Product Verticals • Drove & managed all bid activities/processes – Early engagement, client meetings, understanding requirements, bid scoping, deal architecting, qualify bid, create bid plan (milestones, tasks assignment), resource/budget estimation, formulate deal strategy & win themes, competitors analysis, solutions, pricing, compliance/risk management, proposal management (Consolidate, editing, formatting), deal governance, management reviews & approvals, submit bid, presentations/orals, manage Q&A and references, due diligence, contracting & commercial negotiation, signature & closure, transition to delivery, lesson learned analysis & suggestions

  • Project Manager / Lead Business Analyst (Insurance)

    at Project Manager / Lead Business Analyst

    January 2010 - at Present

    Gautam Buddha Nagar - Uttar Pradesh

    Lead BA and PM for driving and managing projects for Aviva, UK; collaborating with the DXC sales team in winning more projects with Aviva. • Managed & led Aviva’s ambitious Claim Tracking & Claim Purchase Ledger projects, involving consolidation of Claims Processes & Payment Systems for Cost Saving & Fraud Prevention, resulting in a saving of £10 M annually. - Integrated systems analysis, requirement gathering, process improvement and design, development, test, and implementation • Program Manager for testing projects - Managed and drove end-to-end Function/Integration/UAT/Performance/Commission Testing and Live Implementation of projects • Responsible for developing & executing project strategies, project planning & estimation, people management, process management, status tracking, and complete project management. • Liaising with client business managers and users, development teams, and DXC’s Senior management • Direct manager of 4 Insurance Business Analysts

  • Senior Business Analyst (Insurance)

    at DXC Technology – India & UK (Former CSC)

    August 2006 - at Present

    Gautam Buddha Nagar - Uttar Pradesh

    Business Analyst in a $13 M project with Aviva, UK; the project (SIP- Single Insurance Platform) aims to develop, implement and support their Policy and Claim systems to achieve operation efficiency • Requirement elicitation & analysis, integrated systems analysis, gap analysis, feasibility analysis, system & process design, function testing for enterprise insurance solutions • Managed business & design team, development team and stakeholders in onshore/offshore delivery model (SPOC) • Preparation, analysis & management of various SDLC artifacts (Use Case, BRD, FDD, Diagram, Spec, Data & Test Plan, etc.) • A key member of the Design, Architecture & Research Team (DARTi) to provide functional & non-functional knowledge support • Member in project task forces for CAPA – defect causal analysis, process improvement & streamlining & innovation

  • Senior Executive - Operations

    at Bajaj Allianz Insurance Company Ltd, India

    August 2003 - at Present

    New Delhi - Delhi

    • Managed Back-office Operations (For Travel, Health, Motor, Package & other Special Line insurance) - Handled entire policy administration (In wording, underwriting, policy issuance, payment transactions, post-sales mgmt. - endorsement, cancellation, refunds); Managed claims in claim department; IT Operations – Business analysis, system design, functional testing, UAT • Sales support for Travel portfolio - Presentations, system demos, credit mgmt., business & technical supports for agents/corporates

Education

  • Certified Software Business Analyst (CSBA)

    at Quality Assurance Institute, Worldwide

    2009 - 2009 (1 year) New Delhi - Delhi

  • Masters in Business Administration (MBA)

    at Management Development Institute

    2006 - 2009 (3 years) Gurgaon - Haryāna

  • CII – IF1, IF3, IF4

    at Chartered Insurance Institute, UK

    2005 - 2005 (1 year) New Delhi - Delhi

  • Bachelors of Engineering (Information Technology)

    at JSS Academy of Technical Education

    1999 - 2003 (4 years) Gautam Buddha Nagar - Uttar Pradesh

Services offered

  • Bid Manager and Proposal Manager

    PROFESSIONAL SUMMARY

    • Multiple award winner, seasoned Bid Manager & Sales-support professional with 16 years of IT experience in various functions/roles
    • Complete sales cycle management of 20+ large/complex deals & renewals with total value of 300 M+ in 2017-19 (New Logo Wins)
    • Successfully closed many strategic, complex deals (80M, 55M, 20M, 12M, 10M, etc.) across Industries & Offerings - Win Ratio of 30%
    • Setting up Bid Management, Deal Governance & Sales Support Processes in the AMEA region to support the rapid business growth of 25%
    • Favored bid manager for sales as well as solution team for managing their large, strategic, complex opportunities (RFP/RFI/RFQ/BQ)
    • Managed many projects under 23 M program for Aviva, the UK as a Project Manager & Business Analyst and led a team of 4-5 BAs
    • As Program Manager, successfully Implemented Claim Processing project, which was out of the track, saving almost £300 K to client
    • Excellence Award of Quarter – Business Partner (2019) as Sr. Bid Manager, Global Sales Excellence Award (2014, 2016) as Sr. Bid Manager, Employee of Quarter (2011) for Program Manager & Operations Excellence Award (2005) as Operations Executive
    • MBA in Marketing and Sales, Bachelor of Engineering in IT, Certified Business Analyst, Certified Insurance Professional

    CORE COMPETENCIES

    • End-to-end Opportunity Management (Deal Shaping to Signing) for Strategic, Large, Complex Bids & Pursuits
    • Business Dev., Presales & Marketing Support - Global MNCs
    • Client Relations, Stakeholder (CXO) Mgmt., Team Mgmt.
    • Strong Experience in Partner/ Subcontractor Management
    • Extensive Experience in Public Sector/Government Bids
    • Global RFX (Asia, Japan, Australia, NZL, India, US, UK, ME)
    • Digital Transformation, Application/Infra, Managed Services
    • Deal Governance, Business Case Modelling, Bid Processes
    • Program and Project Management, Testing Management
    • Consulting, Business Analysis, System Design, Insurance
    • Tools - MS Office (Word, XL, PowerPoint, SharePoint), SFDC

    Independent, Flexible, Dependable, Team Leader & Player, Result-Oriented, Passionate and Take Charge Professional

    Key Accomplishments –
    • Excellence Award of Quarter – Business Partner (2019 Q2) - Leading & winning new logo Cloud Transformation 15 M deal in AUS
    • Global Sales Excellence Award (2014) - Leading bid management for a $55 M win for Cloud Transformation deal in Japan
    • Global Sales Excellence Award (2016) - Part of winning team as Bid Manager for a $20 M Apps Modernization deal.
    • Operations Excellence Award for managing end-to-end operations of Travel Insurance Portfolio resulting sales growth by 27%
    • Won $80M outsourcing renewal in Australia; Led $60 M insurance deal; Managed $250 M Global Outsourcing deal
    • Selected for prestigious Employee of the Quarter (EOQ) award for delivering project & saving almost £300 K cost to the client – Q1 2011
    • Certificate of Achievement (CoA) award for implementing a special project to reduce ticket count by 22% for Aviva Run Account.
    • Recognition & award directly from the client on creating Business & Technical Manual for their Claim Management System - Merlin.
    • Awarded FSG Key to Success & Certificate of Achievement Awards (10+ Times) for outstanding performances at CSC
    • Business growth by securing $2M Contract Extension for Testing Services because of excellent test management services

Hives